Cluster Manager - Indore

Role overview

This position is focused on expanding and strengthening the franchisee network in the assigned region. The role requires providing business direction aligned with company processes and targets related to business size, volume, revenue commitments, revenue sharing, and other performance measures.

Job scope and scale

The broader business operates with a workforce of about 800 people across roughly 40 locations and serves more than 3 lakh customers. Within the department, the stated workforce count is 45. For this role, the key operating parameters include 30 active business partners, 8 new franchisee acquisitions, productivity of 10x, 60% online revenue contribution, and 300 cross-sell transactions.

Business context

The organization is a broking business dealing in equity, commodity, and currency. It works in a tightly regulated and highly competitive environment, with oversight from bodies such as SEBI, RBI, AMFI, FMC, and IRDA, along with inspections and monitoring from exchanges and depositories. The market is fragmented, and the business faces strong competition from large national broking houses as well as local players.

Key responsibilities

• Acquire new franchisee partners and grow business volumes and net revenue from the mapped cluster.
• Identify, approach, and engage potential entrepreneurs and competitors’ franchisee network through structured prospecting.
• Complete registration, documentation, approvals, and onboarding for new partners.
• Maintain strong relationships with existing and new franchisees to improve traction, retention, and revenue.
• Drive cross-sell of company products across mapped business partners.
• Support franchisees in client acquisition, market development, and business expansion.
• Encourage adoption of mobile, web, and executive trading platforms to improve efficiency and reduce compliance risk.
• Coordinate training and education for franchisees and their clients on trading platforms and product offerings.
• Ensure compliance with company policies, surveillance norms, and statutory/regulatory requirements.

Performance focus

• Deliver net revenue targets from existing franchisee partners.
• Build and maintain an active partner base through regular engagement.
• Map high-potential markets and convert qualified prospects into franchisees.
• Support timely activation, account opening, and business transfer from newly acquired partners.
• Improve retention, activation ratio, and online trading adoption across the partner network.
• Promote third-party and ABC products through training, contests, and partner motivation.

Challenges in the role

• Managing franchisee risk in line with company policy.
• Meeting compliance, surveillance, and statutory expectations consistently.
• Winning franchisees from competitors despite better technology or commercial offers.
• Handling business transfer from converted partners and maintaining activation momentum.
• Protecting partner retention in a market where competitors may offer stronger incentives.
• Performing well amid volatile market conditions that affect acquisition and revenue generation.

Stakeholder interaction

This role works closely with internal teams such as RMS, surveillance, compliance and legal, franchisee and customer care, onboarding, technology, and HR. Externally, it involves regular interaction with existing and prospective franchisees and periodic engagement with industry peers to stay updated on market trends and relationship opportunities.

Reporting structure

The position reports to the Manager. No direct reports are specified for this role.

Additional notes

This job description also reflects standard organizational documentation requirements, including sign-off by the job holder and manager for record maintenance.

Employment details

This is a full-time, onsite position based in Madhya Pradesh, India.